Chapter 8
Pre-Work for the Sales Call
CHAPTER OVERVIEW
Pre-Work Questions
Exercise 8.1. Preparing for Questions
Pre-work is critical to the selling professional who wants to be prepared for any possible type of resistance, as well as to show the buyer how serious he or she is about engaging in a relationship with the buyer’s firm. At the end of this chapter, you will find an excellent checklist to use prior to meeting your buyer.
Beating Sugar Ray
When I first met Waldo, he was pumping his fist in the air at a conference shouting, “I kicked Sugar Ray Leonard’s ass!”
Rob “Waldo” Waldman is a friend of mine who flew F-16 fighter jets in Yugoslavia and Iraq. He completed sixty-five combat missions, went on to become a flight instructor, attained ...
